Commercial Lead – SLA, Pricing & Contracting (Hybrid/Bay area - USA)

Commercial Lead – SLA, Pricing & Contracting (Hybrid/Bay area - USA)

Start: ASAP

Type of Contract: Full Time / Permanent

Travel Requirements: 10%

About Submer

Submer designs and delivers end-to-end AI datacenter infrastructure built around industry-leading liquid cooling.

We help organizations scale AI beyond the limits of traditional datacenters by enabling higher density, greater efficiency and lower environmental impact – accelerating time-to-AI from first deployment to full production.

Commercial Lead – SLA, Pricing & Contracting

Location: Bay Area, CA (Hybrid)

Travel: 10%

What impact you will have

We are looking for a strategic and customer-focused Commercial Lead to own and drive SLA design, pricing strategy, and contracting for our modular data center solutions. This role sits at the intersection of sales, finance, legal, and operations, ensuring commercially viable, competitive, and scalable agreements with customers in a fast-growing infrastructure environment.

What you will do

Customer Engagement & Commercial Strategy

• Act as a customer-facing commercial partner throughout the deal lifecycle—from early engagement to contract execution
• Translate customer requirements into commercial constructs, including pricing models, SLAs, and contractual terms
• Support business development and sales teams in structuring complex deals with hyperscalers, enterprises, and colocation providers

SLA Design & Governance

• Define, negotiate, and manage Service Level Agreements (SLAs) aligned with modular data center performance and delivery models
• Ensure SLAs are measurable, scalable, and aligned with operational capabilities and risk tolerance
• Collaborate with engineering and operations to define KPIs, uptime guarantees, and service credits

Pricing Strategy

• Develop and evolve pricing frameworks and models (CAPEX, OPEX, subscription, and hybrid structures)
• Conduct market benchmarking, margin analysis, and cost modeling to ensure competitive positioning
• Partner with finance to assess deal profitability and optimize commercial performance

Contracting & Negotiation

• Lead and support contract negotiations with customers, including MSA, SOW, and order forms
• Work closely with legal teams to ensure contracts reflect risk mitigation, compliance, and scalability
• Identify and resolve commercial and contractual risks proactively

Cross-Functional Collaboration

• Partner with sales, product, finance, legal, and operations teams to ensure alignment on deal structures
• Provide guidance on commercial best practices and deal governance
• Support continuous improvement of commercial processes, templates, and tools

What you will have

• Bachelor’s degree in Business, Finance, Engineering, or related field (MBA preferred)
• 7+ years of experience in commercial roles, deal structuring, pricing, or contract negotiation
• Strong experience in data center, infrastructure, cloud, or technology services environments
• Proven track record of customer-facing negotiations and complex deal execution
• Deep understanding of SLA frameworks, pricing strategies, and contract structures
• Strong financial acumen with experience in cost modeling and margin analysis
• Excellent stakeholder management and communication skills

Preferred Qualifications

• Experience with modular or prefabricated data center solutions
• Familiarity with hyperscaler or colocation customer environments
• Knowledge of as-a-service or subscription-based infrastructure models
• Exposure to international contracting and multi-region deals

• Occasional travel for customer meetings and deal negotiations

What we offer

• Be at the forefront of next-generation modular data center innovation
• Attractive compensation package reflecting your expertise and experience.
• Medical Insurance Plan.
• 401k Employee volunteer contribution Plan.
• A great work environment characterized by friendliness, international diversity, flexibility, and a hybrid-friendly approach.
• You´ll be part of a fast-growing scale-up with a mission to make a positive impact, offering an exciting career evolution.

Our job titles may span more than one job level. The actual base pay is dependent on a number of factors, such as transferable skills, work experience, business needs and market demands.

Our inclusive responsibility

Submer is committed to creating a diverse and inclusive environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.